Revista Española de Investigación
de Marketing Esic © 2022.
Av. Valdenigrales S/N. Pozuelo de Alarcón
(28223) Madrid TEL.:914 524100

Influencia de las características de la relación sobre la percepción de los resultados económicos en relaciones fabricante-distribuidor: el caso de Bimbo Martínez

Septiembre 2007, Vol. 12, nº 2

Ignacio Rodríguez del Bosque Rodríguez y Jesús Collado Agudo

This work analyzes the effect of three factors on the economic results of manufacturers and distributors in their business relationships: specific-asset investments, interdependence structure and opportunistic behaviors. On base of an empirical investigation made in the bakery sector in Spain, the results suggest a possible reciprocity behavior of manufacturers and distributors with regards to the management of their commercial relationships. However, a different consideration of the specific investments made by the channel members is demonstrated.

Keywords: Profitability, manufacturer-distributor relationships, asset specificity, interdependence, opportunism.

Pdf download (This article is only available in Spanish)
Return to homepage